Enterprise Selling & Commercial Execution

Own commercial outcomes-including pipeline generation, opportunity progression, and ARR achievement- for a portfolio of target accounts
Identify and qualify business-case-driven opportunities for CONNECT platform products, using a consultative, MEDDPICC-informed sales process
Engage technical and business stakeholders (at a senior level and cross-functionally) to build strong buying coalitions and drive collaboration
Drive and close new SaaS/Cloud platform deals, with a focus on land-and-expand strategies
Negotiate commercial terms in alignment with value delivered, usage patterns, and strategic fit
Support onboarding and deployment strategies to accelerate time-to-value
Develop usage and expansion plans in partnership with customers and internal teams
Influence post-sale expansion by championing new use cases and capabilities
Serve as a customer advocate internally to shape roadmap, pricing, and support
Capture and share customer insights to improve CONNECT product-market fit and GTM messaging
Inform commercial model, onboarding approaches, and playbooks for future scale
Collaborate closely with product, marketing, customer success, partnerships, sales enablement, and regional sales teams

Experienced in direct enterprise B2B SaaS or Cloud software sales roles
Proven track record owning and delivering against ARR targets and closing complex deals
Strong sales acumen, Commercial and analytical skills to identify market trends and opportunities creating dynamic business and account plans to exploit such opportunities, including territory planning, value-based selling, stakeholder mapping, and negotiation
Well versed and experienced with Enterprise Software and business drivers and sector specific trends within the industries served by AVEVA (O&G, Transmission & Distribution, Water and Wastewater, Infrastructure, Manufacturing, Life Sciences/Pharma, Mining, Metals, Materials/Marine)
Experience driving product adoption and account growth post sale
Experience in industrial software, engineering software, or automation is highly preferred.
Experience working with (or selling into) asset-intensive/heavy process industries like energy, chemicals, or manufacturing is preferred
Familiarity with Salesforce and the MEDDPICC sales framework (and/or Challenger, or 'Command of the Message').

The Account Manager - AVEVA CONNECT is a high-impact, revenue-driving role at the forefront of AVEVA's most strategic growth initiative: the CONNECT Platform. As an integral part of this CONNECT commercial team, you won't just sell-you'll help define how we bring this platform to market. You'll be responsible for building and executing a winning sales strategy that delivers measurable customer value and drives ARR growth.

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